How to deal with skeptical customers – Julio learns from Noah

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To whom it may concern: 

I was going through some of my old stuff today and found an old picture of me and a buddy from the realtors office. Noah (The friend in the picture)  taught me a lot while working as a realtor. He was an excellent negotiator. Just like my father. In fact, Noah was like a father figure to me. 

Noah knew what strategy to pull out when dealing with skeptical/picky customers. Every now and then we would get extremely skeptical or picky customers. We always left them to Noah. Since he was able to get anyone to buy any house. 

Our protocol for picky or skeptical customers was to refer the customer to Noah. Once he met the customer, he would quiz them to learn what they want. For clarification, Noah did not interrogate them. He would ask them questions in a friendly manner to make them think it was just a regular conversation. 

Once Noah got the information he needed. He would continue to make it seem as they were engaging in a friendly conversation. Noah would mention the demand for the house and how exclusive it was. He would make it seem like it was a once in a lifetime opportunity. 

When they arrived in the house, he would pull out his phone and act like he was talking to another customer. Thus, generating competition. One thing we all have in common is the desire to win. Win something that others want, win something exclusive, win something with demand. 

Noah knew this and therefore acted like there was competition. He would not bother trying to directly persuade the customer. He instead made the deal seem exclusive and high in demand. Luckily, it worked every time. 

Noah was one of the wealthiest men I have worked with. He was wealthy because he knew human behaviour and marketing. Negotiating is not a fool’s job, it demands wisdom and patience. 

The more you learn the more you earn… 

Authors Note

We wish our readers don’t just simply read this story but also reflect on the lessons mentioned. See if you implement the lessons into your life. We hope this story does more than just entertain you.

Book: You can negotiate anything by Herb Cohen

Lessons: There are a few negotiating lessons taught in this entry.

  1. Generate competition
  2. Use scarcity and competition to your advantage

Notice: All of the entities and locations mentioned in this entry are fictional.

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